Exam 5: Motivation and

The theory of cognitive dissonance is based on the premise that people have a need for order and consistency in their lives and that a state of tension is created when beliefs or behaviors conflict with one another.

Which of the following is not a biological explanation of motivation?

A good example of a cult product is an Apple computer.

Why are approach-approach conflicts likely to create more cognitive dissonance than approach-avoidance conflicts?

Who identified a set of 20 psychogenic needs?

Goals can be considered positive or negative.This is an expression of a goal's ________.

When Sean Jean cologne encourages department store sales people to give any potential customer a vial of its product,the company is attempting to boost consumer involvement by appealing to consumers' hedonic needs.

Freelancers and fans film their own commercials for their favorite products and post them on Web sites.This is referred to as ________.

Wants are a combination of ________.

The theory of cognitive dissonance is based on the premise that people have a need for order and consistency in their lives and that a state of tension is created when beliefs or behaviors conflict with one another.

________ is based on the premise that people have a need for order and consistency in their lives and that a state of tension is created when beliefs or behaviors conflict with one another.

Which of the following scholars is given credit for developing the ideas that serve as the basis for a number of personality tests,including the Thematic Appreciation Test?

Joe was told by his mother that he needed to get a gift for his aunt's birthday.He had only met his aunt once before and hardly knew her.Joe was walking through a mall and saw a candy specialty store.He entered and looked at the selection without much interest.He was about to select a box of chocolates for his aunt simply because it was cheap when he remembered that his new girlfriend Julie loved chocolate.Joe really liked Julie.He began to inspect each box of chocolates carefully,trying to find evidence of quality.Which type of involvement explains Joe's change of behavior?

It is known that consumers differ in their level of involvement with a product message.Marketers use attention-getting factors to ensure that a message gets through the clutter that constantly bombards the consumer's senses.Name the techniques cited in the text that can be used to enhance the consumer's motivations to process product information and increase their involvement.Be specific in your comments and descriptions.

Understanding consumer involvement has proven to be quite straightforward because it generally means the same thing to almost all consumers and researchers.

Cachet perfume focuses on appealing to a consumer's need for uniqueness if it uses an advertisement claiming that the perfume is "as individual as you are."

Drive theory focuses on psychological needs that produce unpleasant states of arousal (e.g.,your feelings are hurt when someone is critical of your appearance).

According to information presented in the chapter,the implication of Maslow's hierarchy of needs is that ________.

Describe the motivation process.

________ is based on the premise that people have a need for order and consistency in their lives and that a state of tension is created when beliefs or behaviors conflict with one another.